Major Account Manager

Responsibilities

Manage direct sales to major enterprise accounts, develop strategic account plans, and build relationships with executive buyers and influencers to drive enterprise-wide adoption of Fortinet products and services. Coordinate proposals and bid responses with internal teams, negotiate business terms, manage the sales process through closure, and meet quarterly sales goals.

Requirements

Requires 8+ years of experience selling to major enterprise accounts, including 2+ years selling enterprise network security products and services, with a record of quota achievement and closing large deals. Candidates should have strong executive presentation and communication skills, be self-motivated and results-oriented, and be willing to travel as needed.

Skills

• Enterprise Sales
• Major Account Management
• Strategic Account Planning
• Executive Relationship Development
• Sales Pipeline Generation
• Opportunity Qualification
• Sales Forecasting
• Quota Achievement
• Enterprise Deal Closing
• Negotiation
• Presentation Skills
• Written Communication
• Verbal Communication
• Contract Bids and Proposals
• RFI/RFP Responses
• Network Security Sales

About this role

In this key role, you will manage and drive direct sales into Major Enterprise
Accounts. Create and implement strategic account plans focused on attaining
enterprise-wide deployments of Fortinet products and services. Develop executive
relationships with key buyers and influencers in Major Enterprise Accounts and
leverage these during the sales process. Coordinate with appropriate internal
groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP
Responses, and Statements of Work. Negotiate terms of business with clients to
achieve win/win results that provide the basis for solid ongoing relationships.
 

Responsibilities:

* Generating Major Enterprise Accounts business opportunities and managing the
sales process through to closure of the sale.
* Achievement of agreed quarterly sales goals.
* Generate a sales pipeline, qualifying opportunities, and accurately forecast
pipeline

Required Skills

* Proven ability to sell solutions to Major Enterprise customers.
* A proven track record of quota achievement and demonstrated career stability
* Experience in closing large Enterprise deals.
* Excellent presentation skills to executives & individual contributors
* Excellent written and verbal communication skills
* A self-motivated, independent thinker that can move deals through the selling
cycle
* 8+ years of experience selling to Major Enterprise Accounts
* 2+ years of experience selling enterprise network security products and
services
* Results-oriented, Self-starter, Hunter-type mentality.
* The Major Account Manager, Enterprise is required to customarily and
regularly work outside of their office or home office engaged in selling,
including travel as needed to make a sale.

Fortinet makes possible a digital world that we can always trust through its
mission to protect people, devices, and data everywhere. This is why the world’s
largest enterprises, service providers, and government organizations choose
Fortinet to securely accelerate their digital journey. The Fortinet Security
Fabric platform delivers broad, integrated, and automated protections across the
entire digital attack surface, securing critical devices, data, applications,
and connections from the data center to the cloud to the home office. Ranking #1
in the most security appliances shipped worldwide, more than 615,000 customers
trust Fortinet to protect their businesses. And the Fortinet NSE Training
Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA),
provides one of the largest and broadest training programs in the industry to
make cyber training and new career opportunities available to everyone.

About Fortinet

Computer and Network Security · 10,001+ employees · headquartered in Sunnyvale, CA